I feel like some of the most painful losses are the ones where you never get a real answer.
No objection.
No rejection.
No competitor mention.
Just silence.
Have you ever later discovered the real reason a deal died?
Was it what you originally thought?
For me it seems like there are two separate problems:
Which one is harder?
And if you’re reviewing calls today, what’s your actual workflow?
Gong?
Chorus?
Manager review?
Peer review?
Something else?
The best reps I’ve talked to seem obsessive about reviewing recordings after a lost deal.
But most reps I’ve worked with never go back and watch them.
I’m curious:
If you lose a deal you thought had momentum, do you actually rewatch the recording?
If yes:
What’s the most valuable thing you’ve caught?
If no:
What’s stopping you?
I keep hearing the same thing from reps:
Deal feels alive.
Prospect is engaged.
Demo goes well.
Then suddenly it dies.
Some people rewatch recordings.
Some ask managers for feedback.
Some just move on.
If you lose a deal you genuinely thought was closing, what’s your process for figuring out what happened?
Do you actually review the call, or are you mostly relying on memory?
The prospect was engaged, asking questions, seemed genuinely interested, and there weren't any obvious objections.
Then suddenly the momentum was gone.
What I've always found interesting about those situations is that they're hard to learn from. If someone tells you they're choosing a competitor, don't have budget, or aren't interested, at least you know what happened.
But when a deal just quietly dies, it's easy to spend hours wondering what you missed.
For those of you who've had this happen, what did you eventually realize was actually going wron
The prospect was engaged, asking questions, seemed genuinely interested, and there weren't any obvious objections.
Then suddenly the momentum was gone.
What I've always found interesting about those situations is that they're hard to learn from. If someone tells you they're choosing a competitor, don't have budget, or aren't interested, at least you know what happened.
But when a deal just quietly dies, it's easy to spend hours wondering what you missed.
For those of you who've had this happen, what did you eventually realize was actually going wrong?
I’ve noticed a lot of reps replay lost deals in their head afterward.
You think:
Was it pricing?
Did I miss pain?
Did I talk too much?
Did I fold on the objection?
Was there never a real opportunity to begin with?
Sometimes the hardest part isn’t losing the deal. It’s not knowing why you lost it.
What’s a deal you lost that still sticks with you, and looking back, what do you think happened?
I’ve noticed a lot of reps replay lost deals in their head afterward.
You think:
Was it pricing?
Did I miss pain?
Did I talk too much?
Did I fold on the objection?
Was there never a real opportunity to begin with?
Sometimes the hardest part isn’t losing the deal. It’s not knowing why you lost it.
What’s a deal you lost that still sticks with you, and looking back, what do you think happened?
I’ve noticed a lot of reps replay lost deals in their head afterward.
You think:
Was it pricing?
Did I miss pain?
Did I talk too much?
Did I fold on the objection?
Was there never a real opportunity to begin with?
Sometimes the hardest part isn’t losing the deal. It’s not knowing why you lost it.
What’s a deal you lost that still sticks with you, and looking back, what do you think happened?